Sr. Director, Federal Pursuit and Capture

We’re in an unbelievably exciting area of tech and are fundamentally reshaping the data storage industry. Here, you lead with innovative thinking, grow along with us, and join the smartest team in the industry.

This type of work—work that changes the world—is what the tech industry was founded on. So, if you're ready to seize the endless opportunities and leave your mark, come join us.

The Senior Director, Federal Pursuit and Capture is a highly visible role responsible for setting and executing the strategy for federal capture and pursuit activities.  This essential leader will oversee the federal business development lifecycle, including market positioning, strategy development, and team leadership to achieve revenue targets and growth objectives. The Senior Director will engage directly with sales leadership and vertical sales teams to shape the company’s federal market strategy, manage a team of capture and pursuit professionals, and drive alignment with organizational goals. This role requires a deep understanding of the federal contracting environment and proven experience in managing complex proposals with FSIs. 

IMPACT AND RESPONSIBILITIES

Impact

• Strategic Direction: Define and lead the overall capture and pursuit strategy for federal business development in alignment with Pure’s long-term goals. Identify priority federal agencies, markets, and opportunities to drive sustainable growth.
• Opportunity Identification: Oversee the identification, qualification, and prioritization of new federal business opportunities. 
• Capture Strategy Development: Set high-level strategies for individual pursuits, including win themes, competitive analysis, and overall positioning. Ensure that capture strategies are tailored to address the specific needs and requirements of each federal customer and our strategic partners ability to win and execute.

Senior Management Responsibilities

• Leadership and Mentorship: Lead, coach, and develop a high-performing team of capture managers, proposal professionals, and business development staff. Foster a culture of execution, collaboration, accountability and innovation. 
• Resource Planning: Oversee resource allocation across multiple pursuits, ensuring that projects have the necessary skills, tools, and expertise for success. Work with other senior leaders to adjust resources as necessary to meet strategic objectives. Including the resourcing of the Capture/BD team that will directly report to this position. 
• Performance Management: Set clear performance goals for the pursuit and capture team. Monitor performance through KPIs, regular reviews, and feedback. Address performance issues and support the development of high-potential team members.
• Organizational Alignment: Partner cross-functionally to ensure that capture strategies and business development activities align with broader organizational priorities.
• Process Optimization: Continuously evaluate and enhance pursuit, capture, and proposal processes to maximize efficiency, effectiveness, and win rates. Stay current with industry trends to maintain competitive advantage.

Executive-Level Engagement:

• Stakeholder Relations: Represent the federal capture function with Pure Storage executives and provide updates on key pursuits, pipeline status, risks, and major wins.
• Client Relationship Management: Establish and maintain relationships with senior-level federal agency officials and industry partners, leveraging these connections to advance strategic pursuits.
• Partnership Development: Identify and establish partnerships and teaming agreements, Sub contracts with FSI, GSIs, VARs and industry partners to establish proper contracts to win and process contracts indirectly with the Federal Government. 
• Executive Reporting: Regularly present updates to executive leadership on capture metrics, strategic goals, and significant market developments. Provide data-driven insights and recommendations for senior management decision-making on current and future investments. Including professional services support, Federal compliance, and product recommendations. 
• Proposal Development Oversight: Provide strategic oversight for high-value or complex proposals, ensuring that messaging aligns with company values and win strategies. Drive the pursuit of proposals that require senior-level involvement.
• Market and Competitor Analysis: Oversee in-depth market analysis, competitor assessments, and industry trend research to inform capture strategies and strengthen the company’s competitive positioning.
• Contract Vehicles and Compliance: Ensure that the company has access to key contract vehicles and is compliant or in process of developing a strategy to complete all  federal regulations accreditation work. Partner with legal and compliance teams to navigate complex procurement regulations effectively.

WHAT YOU’LL NEED TO BRING TO THIS ROLE...

• You have built a career in the high tech industry having worked for high growth companies in SaaS, Cloud, Infrastructure or Security.
• Must have 5+ years of people leadership experience with the ability to attract and build high performing teams.
• 10+ years of experience in federal capture management, business development, or related roles
• Extensive knowledge of federal procurement processes, contract vehicles, and regulatory requirements.
• Proven track record in leading large, complex capture efforts and achieving high win rates.
• Strong executive leadership and team management skills.
• Ability to develop and execute high-level strategic plans.
• Excellent communication and relationship-building skills with federal clients and industry partners.
• Strong analytical and problem-solving skills, with the ability to make data-driven decisions.
• Bachelor’s degree in business, marketing, or a related field (Master’s degree preferred).

The annual base salary range is: $232,000 – $376,000.  Salary ranges are determined based on role, level and location. For positions open to candidates in multiple geographical locations, the base salary range is reflective of the labor market across the applicable locations. 

This role may be eligible for incentive pay and/or equity. 

And because we understand the value of bringing your full and best self to work, we offer a variety of perks to manage a healthy balance, including flexible time off, wellness resources, and company-sponsored team events - check out purebenefits.com for more information. 

INCLUDE FOR POSTING LOCATION IDENTIFICATION

#LI-REMOTE, #LI-HYBRID, #LI-ONSITE

WHAT YOU CAN EXPECT FROM US:

• Pure Innovation: We celebrate those who think critically, like a challenge and aspire to be trailblazers.
• Pure Growth: We give you the space and support to grow along with us and to contribute to something meaningful. We have been Named Fortune's Best Large Workplaces in the Bay Area™, Fortune's Best Workplaces for Millennials™ and certified as a Great Place to Work®!
• Pure Team: We build each other up and set aside ego for the greater good.

And because we understand the value of bringing your full and best self to work, we offer a variety of perks to manage a healthy balance, including flexible time off, wellness resources and company-sponsored team events. Check out purebenefits.com for more information.

ACCOMMODATIONS AND ACCESSIBILITY:

Candidates with disabilities may request accommodations for all aspects of our hiring process. For more on this, contact us at TA-Ops@purestorage.com if you’re invited to an interview.

WHERE DIFFERENCES FUEL INNOVATION:

We’re forging a future where everyone finds their rightful place and where every voice matters. Where uniqueness isn’t just accepted but embraced. That’s why we are committed to fostering the growth and development of every person, cultivating a sense of community through our Employee Resource Groups and advocating for inclusive leadership. At Pure Storage, diversity, equity, inclusion and sustainability are part of our DNA because we believe our people will shape the next chapter of our success story.​ 

Pure Storage is proud to be an equal opportunity employer. We strongly encourage applications from Indigenous Peoples, racialized people, people with disabilities, people from gender and sexually diverse communities, and people with intersectional identities. We also encourage you to apply even if you feel you don’t match all of the role criteria. If you think you can do the job and feel you’re a good match, please apply.